Filling Your Pipeline

Throughout my new Selling in a Recession series, one of the phrases you’ll hear me repeat is “overfill your pipeline.”  What does that mean?  In short, it means that you need to be fully aware of your sales process, study it carefully and make sure that even after you vigorously prune your existing pipeline and remove expected transactions that will either fall by the wayside or be delayed, you’ll still have enough genuine prospects to attain your sales goals this year.